What are the real value drivers for healthcare businesses?
If you do a search on the internet for healthcare business valuations, you end up getting results that mention EBITA, multiples, and add-backs. Often the discussion falls into “accounting tricks” that can increase the sale price of the business by a few thousand dollars. Or, the conversation begins flying high in the sky, giving a 30,000 ft view of the “strategic” changes that owners can make to “dramatically increase the value” of their businesses. The problem is that those conversations rarely get down into the tactical. They don’t dive into the real value drivers for healthcare business.
So, this week, I talk about specific actions business owners can take to not just increase the “valuation” of their business, but actually increase the value of their business. When I say “increase the value”, I mean increase the multiple of EBITA used to create a purchase offer. For example, I want to discuss ways to go from a purchase price of 1-2x EBITA to 3-4x or even 10x.
What we cover in this Episode:
- My journey of purchasing a physical therapy clinic
- Value-Drivers in a healthcare business
- Leadership and management in a valuable healthcare business
- Building a team to delegate key business functions to
- Go to Market Strategy for a successful healthcare business
- How to prevent burnout and wasted time
- Achieving Better Outcomes by creating a valuable healthcare business
We post videos of certain podcast episodes, including this episode, which can find on the YouTube Channel.
Connect with Me
For More:
Join Rafael E. Salazar II, MHS, OTR/L (Rafi), principal of Rehab U Practice Solutions and host of The Better Outcomes Show as he explores the possibilities of a new healthcare. Guests range from clinicians trying new techniques and treatments to executives and entrepreneurs exploring new technology, innovative service delivery methods, business models, and organizational structures. Grab a copy of the book: Better Outcomes: A Guide to Humanizing Healthcare. Or, hire Rafi to speak at your organization or event.
Are You Ready to Take Your Healthcare Business to the Next Level?
If you run an innovative healthcare company and are looking to develop a strategy that drives business in the form of qualified leads and sales, reach out. I’d love to talk with you about how I can help help you craft a business development strategy that leverages positioning, market research, stakeholder alignment to drive business development strategy for specific healthcare stakeholders.
Rafael E. Salazar II, MHS, OTR/L (Rafi) is a healthcare consultant, speaker, and host of he Better Outcomes Show. He helps healthcare startups, SaaS platforms, and organizations craft clear positioning, humanize the patient experience, and go to market effectively. He’s the author of Better Outcomes: A Guide to Humanizing Healthcare and principal at Rehab U Practice Solutions. His work on Telehealth has been discussed in Forbes, and he’s advised on projects ranging from digital health product launches to multi-million-dollar healthcare transformation initiatives.
Today, Rafi helps innovative healthcare companies like technology startups, platforms, SaaS companies & innovative healthcare organizations develop effective positioning strategy and business development plans through his consulting work. He also leverages his experience as a professor and academic to speak and train on the topics around humanizing the healthcare experience & healthcare innovation. In addition, Rafi also owns and operates ProActive Rehabilitation & Wellness, a multidisciplinary outpatient clinic treating patients with musculoskeletal pain.
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Work With Me
Are you building something innovative in healthcare—like a digital health product, service, or platform that’s aiming to truly improve the patient experience?
I help healthcare startups, SaaS platforms, and forward-thinking provider organizations develop clear positioning strategies, identify high-value offers, and build go-to-market plans that actually resonate with both users and buyers.
Whether you're launching a new product, scaling an existing service, or navigating digital transformation, I bring 12+ years of experience across clinical operations, healthcare innovation, and strategic development.
How I help:
- Clarify your product/service positioning so customers “get it”
- Align your offer with real market needs
- Build a Digital Health Roadmap to scale your healthcare organization effectively
- Support business development with industry-informed strategy
I’ve consulted on projects from multi-million-dollar state initiatives to early-stage product launches. My work’s been featured in Forbes, and I also speak at healthcare events and conferences on topics like innovation, digital health, and humanizing care. I also speak and train at healthcare conferences, events, and organizations on topics related to technology-enabled care, healthcare innovation, healthcare positioning, and humanizing the healthcare experience.
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